Giving Growth

Jon Wheeler, Senior Director of Direct Marketing at Save the Children US, joins Greg Sobiech for a deep dive into one of the sector’s biggest challenges: how non-profits cut through overwhelming noise and deliver messages donors actually care about.

Jon has spent his career at the intersection of digital marketing, data, and donor experience. In this episode, he breaks down how charities can move from siloed channels and a spaghetti mess of data to something far more powerful: a true omni-channel, donor-centric system that gets the right message to the right person at the right time.

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Duration: 00:58:08

Ethan Wasserman, Senior Director of Paid Media at the National Multiple Sclerosis Society, joins Greg Sobiech to talk about the real forces reshaping digital fundraising, and why AI alone won’t save your strategy. With 15+ years leading large-scale digital programs, Ethan brings a rare mix of experimentation discipline, practical data skills, and a deep respect for the human side of giving.

In this conversation, Ethan explains how younger donors make decisions, why “experiential giving” is rising, and what nonprofits get wrong about testing and technology. He also shares the surprising lesson he learned from a Google penalty early...

Duration: 00:56:57

Technology can feel intimidating for non-profits, but it doesn’t have to be.

Christina Macchiarola, Global Experiences and Events Lead at Microsoft Elevate, joins Greg Sobiech to unpack how charities can turn technology, data, and AI into tools that actually advance their mission.

Drawing on her experience helping organizations modernize through Microsoft Elevate, Christina shares why successful tech adoption starts with people and storytelling, not software. She explains how breaking down silos between fundraising and IT can transform donor engagement and build stronger, more adaptive organizations.

From Make-A-Wish Foundation’s unified data systems to t...

Duration: 00:51:11

Most nonprofit leaders focus on this year’s budget. But what if we started measuring our organizations the way for-profits do — in terms of long-term enterprise value?

In this episode, Anton Lipkanou, President at Delve Deeper, joins Greg Sobiech to unpack why charities need their own version of enterprise value. Anton argues that diversification, donor trust, and personalized engagement are what determine whether an organization thrives 30 years from now — or fades away.

He shares a practical framework for personalization at scale, including closing donor data gaps, using AI to perfect messaging, and generating short-term surplus that f...

Duration: 00:41:20

In this episode of Giving Growth, we sit down with Richard Kostro, Senior Vice President and Chief Information Officer at Share Our Strength (the organization behind No Kid Hungry), to unpack how fixing a decade of donor data unlocked new growth and collaboration across fundraising, finance, and IT.

Richard shares how a cross-department effort re-coded 10 years of donor data in just 90 days — transforming how Share Our Strength tracks restricted giving and opening new corporate funding opportunities. He explains why true data transformation isn’t just about clean systems, but about trust, teamwork, and a willingness to “get dirty” t...

Duration: 01:02:42

In this episode of the Giving Growth Podcast, Greg Sobiech sits down with Lacey Stone, Chief Development Officer at USA for UNHCR, and Nathan Chappell, Chief AI Officer at Virtuous and co-founder of Fundraising.AI, to explore how non-profits can move beyond segmentation and embrace an AI-first approach to donor engagement.

Lacey shares how USA for UNHCR responded to the Ukraine crisis by welcoming 100,000 new donors and rethinking donor journeys — treating even small-dollar donors with the same care as major givers. She explains how listening, trust, and authentic stewardship are at the heart of retention and long-term loy...

Duration: 00:58:03

In this episode of the Giving Growth Podcast, Greg Sobiech sits down with Chris Pritcher, General Manager at Data Axle and former CEO of RKD Group, to explore why non-profits are struggling to keep pace with today’s donors — and what they can learn from the for-profit world.

Chris explains why declining donor numbers aren’t just about economics or generational change, but about charities being outcompeted by consumer brands that connect more deeply and make giving easier. Drawing on his leadership experience across agencies serving hundreds of nonprofits, he shares how organisations can cut through jargon, focus...

Duration: 01:14:28

Drawing on decades as both a fundraiser and technologist, Nathan discusses why the nonprofit sector is at a tipping point: donor participation is shrinking, transactional fundraising is breaking trust, and traditional methods are no longer enough. 

As a solution, Nathan explains how AI can be used responsibly and ethically to reignite generosity, build stronger donor relationships, and free up time for more human connection.

Nathan shares insights on:

Why AI may be the only scalable solution to today’s generosity crisis.How leaders can build a culture of curiosity that makes AI adoption work.Wha...

Duration: 01:11:21

With decades of experience as a fundraiser, author, and educator, Lisa explains the key differences between charity and philanthropy, why entrepreneurs are often overlooked as major donors, and what nonprofits can do to address the cracks appearing in the giving pyramid. 

She also shares her views on professionalising the nonprofit sector, rethinking overhead and salaries, and embracing tools like AI to better connect with supporters in an age of message overload.

Lisa provides us insights on:

The key difference between charity and philanthropy — and why it matters for nonprofits.Why entrepreneurs are one of the...

Duration: 01:01:00

In this episode of the Giving Growth Podcast, Greg sits down with Roger Hiyama, Community Leader at Delve Deeper and former Executive Vice President of Solutions and Innovation at Wiland, to confront a challenge every nonprofit leader needs to pay attention to: the collapse of the traditional donor pyramid.

Duration: 01:02:03

Summary

In this conversation, Kate Hollandsworth, SVP of Strategy at Acquire, discusses the critical importance of data hygiene in nonprofit organizations and how it directly impacts donor retention. She shares her journey into the nonprofit sector, the common challenges organizations face, and the necessity of tough conversations for growth. The discussion also highlights the role of investment planning and finance partnerships in achieving long-term success, as well as the need for nonprofits to adapt to changing donor demographics and societal conditions. Ultimately, the conversation emphasizes the importance of transparency, data-driven decision-making, and a focus on retaining donors...

Duration: 00:51:02

In this episode of Giving Growth, Greg Sobiech sits down with Chris Hoffman from Compassion International to discuss how nonprofits can think more like subscription businesses. Chris shares how the AARRR framework Acquisition, Activation, Retention, Referral, Revenue adapted from B2C SaaS, applies directly to donor lifecycle strategy.

Using real world examples from Compassion’s experiential marketing programs, Chris explains how deeply understanding donor needs and journey mapping can unlock new growth. From improving time to first-touch metrics to leveraging peer referrals and AI-driven donor summaries, this episode is a masterclass in growth thinking for nonprofits.

W...

Duration: 00:44:58

In this episode of Giving Growth, Greg Sobiech sits down with Crashonda Andrew, Senior Vice President of Global Philanthropy at United Way Worldwide, to unpack the evolving role of philanthropy in a post-COVID, equity-driven world.

Crashonda shares what it takes to build sustainable donor relationships, how large institutions are reimagining global impact, and why equity must be a strategic driver—not just a buzzword.

They discuss:

Why trust-based philanthropy is more than a trendThe role of data in building smarter donor strategiesLessons from managing relationships across 1,100+ United Way chaptersHow to future-proof your fundraising effortsWhat cor...

Duration: 01:00:09

Summary

The conversation explores the transformative journey of USA for UNHCR in adapting their donor engagement strategies following a significant influx of new donors due to the Ukraine crisis. The discussion highlights the importance of understanding donor retention challenges, building a stewardship team, and focusing on non-financial engagement to foster long-term relationships.

Additionally, the conversation delves into the significance of strategic planning, organizational culture, and accountability in achieving ambitious goals. In this conversation, the speakers discuss the iterative nature of strategic planning within organizations, emphasizing the importance of empowering leadership and fostering cross-departmental collaboration.

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Duration: 00:57:12

In this candid conversation, Greg sits down with Julie Upham to unpack what most nonprofits get wrong about retention—both of donors and staff. Drawing on decades of frontline fundraising experience, Julie shares:

Why investing in people is just as critical as investing in donor strategyThe concept of “passion points” and how it transforms leadership and donor developmentThe underrated power of weekly check-ins, stay interviews, and skip levelsHow to prevent burnout and build a team culture people return to—even years laterThe parallels between growing donors and growing high-performing teamsPractical tactics for donor retention in an era of shrinkin...

Duration: 00:56:35

In this episode, Dorota Amin pulls back the curtain on how the World Food Program USA builds high-impact, long-term partnerships with global brands like Google, Palantir, UPS, MasterCard, and the John Deere Foundation.

Together with Greg, she explores how social impact organizations can be more than aid providers — they can be system builders, innovation incubators, and trusted strategic partners to the private sector.

From Google's weather forecasting in East Africa to John Deere’s trust-based innovation funding, this episode is packed with insights on how to create real, measurable change by aligning shared values, leveraging expe...

Duration: 00:59:30

In this compelling episode, Greg Sobiech, CEO of Delve Deeper, sits down with Brian Colombo, Deputy Chief Development Officer at Amnesty International USA. They explore how Amnesty builds authentic, long-term relationships with donors by deeply understanding and reflecting their values. Brian shares insights into Amnesty's unique shared leadership model, the rise of retail accountability among younger generations, and how nonprofits can foster trust while navigating the pressures of financial sustainability.

Key Highlights:

How Amnesty’s shared leadership model empowers members and strengthens the mission.The concept of “retail accountability” and its growing importance for younger donors.Why re...

Duration: 00:33:00

This week I am speaking with Francesco Deflaviis. Principal, Chief Advancement & Communications Officer at Partners In Health.

Partners in Health is an International non-profit that provides healthcare in the poorest areas of developing countries.

Francesco believes the only way for marketers to stay in leadership roles for 5 years plus, and have the runway to create lasting transformative value is to be polyvalent. This means that marketers can be useful in more than one way. This person must have both broad and deep expertise and experience.

He recommends that marketers get outside of their...

Duration: 01:01:30

Today I spoke with Jennifer Roberti, CMO at Save the Children.

They are on a mission to improve the lives of children through better education, health care, and economic opportunities, as well as providing emergency aid in natural disasters, war, and other conflicts.

This episode is all about the need for marketers to have a long-term vision and the importance of taking calculated risks.

Jennifer shared with me her insights on balancing the emotional and logical aspects of marketing, she emphasised the importance of both brand engagement and practical metrics. We also discussed...

Duration: 00:59:40

In this powerful episode, I sit down with Ben Webb, International Justice Mission's leader in marketing and branding, to discuss the transformative potential of nonprofits. Ben shares his philosophy on creating empathetic connections between donors and beneficiaries, redefining the role of marketing as a growth engine in the nonprofit sector, and uniting fundraising and marketing under a shared mission.

Key Topics Covered:

The Empathy Bridge: How stories connect donors to the mission on a deeply emotional level.Reimagining Nonprofits as Movements: Why success depends on everyone involved, not just employees.Tensions in Nonprofit Organizations: Addressing the divi...

Duration: 00:54:16

Today I spoke with Ben Greene, Chief Revenue Officer for Charity Water.

Their mission is to bring clean and safe drinking water to every person on the planet.

Whether you are in marketing - for a commercial minded - or mission driven organization - this conversation will be relevant.

Ben shared with me his marketing philosophy, which he calls “Look in, Look up, Look out”.

‘Looking in’ is about marketers not just owning - but dominating their most valuable audiences, their ‘superfans or superdonors’, with one simple message.

So much Marketi...

Duration: 01:00:13